Visi Visi Pramudia Pramudia “ “ FUN FUN tastic tastic Enthusiasms to you! Enthusiasms to you! ” ” http:// http:// visipramudia.wordpress.com visipramudia.wordpress.com SALES FORCE EFFECTIVENESS MANAGEMENT Accelerate Sales Force Productivity and Improve Your Sales Results by Aligning Sales Activities with Company Objectives Origin Source by David Cichelli Senior Vice President The Alexander Group, Inc. Author of ‘Compensating the Sales Force’
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VisiVisi PramudiaPramudia““FUNFUNtastictastic Enthusiasms to you!Enthusiasms to you!””http://http://visipramudia.wordpress.comvisipramudia.wordpress.com
SALES FORCEEFFECTIVENESS MANAGEMENTAccelerate Sales Force Productivity and Improve Your Sales Results by Aligning Sales Activities with Company Objectives
Origin Source by David CichelliSenior Vice President The Alexander Group, Inc.Author of ‘Compensating the Sales Force’
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VisiVisi PramudiaPramudia““FUNFUNtastictastic Enthusiasms to you!Enthusiasms to you!””
Multi Segment/ Solution SellingMulti Segment/ Multi Segment/ Solution SellingSolution Selling
VisiVisi PramudiaPramudia““FUNFUNtastictastic Enthusiasms to you!Enthusiasms to you!””http://http://visipramudia.wordpress.comvisipramudia.wordpress.com
Sales Segment & Objectives
Sales Management System
1Sales Segments
& Objectives 2Coverage
Model 3SalesProcess 4Job Design
&Organization
Structure 5ResourceDeployment 6Sales Talent
&Supervision 7Performance
Metrics 8Quotas&
SalesCompensation
Strategy Structure Management
S A L E S O P E R T I O N S A N D T E C H N O L O G I E S
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VisiVisi PramudiaPramudia““FUNFUNtastictastic Enthusiasms to you!Enthusiasms to you!””
Segmentation and Targeting ComponentsSegmentation and Targeting Components
How should the market be divided into meaningful, actionable groups and which should be targeted?
Buyer ProfileBuyer Profile Identification of significant differences in how buyers make their purchase decisions
Buyer GroupAttractivenessBuyer Group
AttractivenessDetermination of attractiveness of buyer groups based on current and potential revenue, profitability, strategic fit, operational fit, loyalty, etc.
Targeted andActionable Segments
Targeted andActionable Segments
• Matching segment buying criteria (based on how buyers want to buy) with the attractiveness of segment to the company
• Segments must be identifiable and actionable
Value propositionValue proposition• Alignment of value proposition with buying preferences• Delivery of a unique value proposition
VisiVisi PramudiaPramudia““FUNFUNtastictastic Enthusiasms to you!Enthusiasms to you!””http://http://visipramudia.wordpress.comvisipramudia.wordpress.com
Coverage Model
Sales Management System
1Sales Segments
& Objectives 2Coverage
Model 3SalesProcess 4Job Design
&Organization
Structure 5ResourceDeployment 6Sales Talent
&Supervision 7Performance
Metrics 8Quotas&
SalesCompensation
Strategy Structure Management
S A L E S O P E R T I O N S A N D T E C H N O L O G I E S
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VisiVisi PramudiaPramudia““FUNFUNtastictastic Enthusiasms to you!Enthusiasms to you!””
VisiVisi PramudiaPramudia““FUNFUNtastictastic Enthusiasms to you!Enthusiasms to you!””http://http://visipramudia.wordpress.comvisipramudia.wordpress.com
Sales Process
Sales Management System
1Sales Segments
& Objectives 2Coverage
Model 3SalesProcess 4Job Design
&Organization
Structure 5ResourceDeployment 6Sales Talent
&Supervision 7Performance
Metrics 8Quotas&
SalesCompensation
Strategy Structure Management
S A L E S O P E R T I O N S A N D T E C H N O L O G I E S
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VisiVisi PramudiaPramudia““FUNFUNtastictastic Enthusiasms to you!Enthusiasms to you!””
How can we minimize attrition late in the sales process?How can we increase speed to close?How can we improve the close rate and pipeline yield?How can we increase transaction size?
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VisiVisi PramudiaPramudia““FUNFUNtastictastic Enthusiasms to you!Enthusiasms to you!””
VisiVisi PramudiaPramudia““FUNFUNtastictastic Enthusiasms to you!Enthusiasms to you!””http://http://visipramudia.wordpress.comvisipramudia.wordpress.com
Job Design & Organization Structure
Sales Management System
1Sales Segments
& Objectives 2Coverage
Model 3SalesProcess 4Job Design
&Organization
Structure 5ResourceDeployment 6Sales Talent
&Supervision 7Performance
Metrics 8Quotas&
SalesCompensation
Strategy Structure Management
S A L E S O P E R T I O N S A N D T E C H N O L O G I E S
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VisiVisi PramudiaPramudia““FUNFUNtastictastic Enthusiasms to you!Enthusiasms to you!””
Existing ADC North America Sales Force StructureExisting ADC North America Sales Force Structure
LargeAccounts
NationalAccounts
Conn
ectiv
ity
IP C
able
Wire
less
OtherAccounts
• Verizon• AT & T• Qwest• SBC• Bellsouth
• Sprint• Level 3• Cisco• Nortel• Others
VPVPVP
WirelineDedicated Resource
WirelineDedicated Resource Connectivity
Dedicated Resource
ConnectivityDedicated Resource Services
Dedicated Resource
ServicesDedicated Resource
Field SalesDirector
Field SalesDirector
Sr. AMSr. AM
AMAM
AMAMFor Each Large Account
VPVPVP
HQHQ OEMOEM EntertainmentEntertainment GOVGOV
Sr. AMSr. AM
AMAM
AMAM
Sr. AMSr. AM
AMAM
AMAM
Sr. AMSr. AM
AMAM
AMAM
Sr. AMSr. AM
AMAM
AMAM
VP ConnectivityVP Connectivity VP IP CableVP IP Cable VP WirelessVP Wireless
Sr. AMSr. AM
AMAM
AMAM
Sr. AMSr. AM
AMAM
AMAM
Sr. AMSr. AM
AMAM
AMAM
VisiVisi PramudiaPramudia““FUNFUNtastictastic Enthusiasms to you!Enthusiasms to you!””http://http://visipramudia.wordpress.comvisipramudia.wordpress.com
Resource Deployment
Sales Management System
1Sales Segments
& Objectives 2Coverage
Model 3SalesProcess 4Job Design
&Organization
Structure 5ResourceDeployment 6Sales Talent
&Supervision 7Performance
Metrics 8Quotas&
SalesCompensation
Strategy Structure Management
S A L E S O P E R T I O N S A N D T E C H N O L O G I E S
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VisiVisi PramudiaPramudia““FUNFUNtastictastic Enthusiasms to you!Enthusiasms to you!””
Resource Development – 7 StepsResource Development – 7 Steps
Assign accounts to account managers:Industry/ account knowledge, skills experience
Step VII
Build territories/ segment of equitable size:Run the sales capacity model for all territories/ segments
Step VI
Refine sales capacity model:Based on market test
Step V
Develop resource deployment recommendations:Review for “reality check” with test market.
Step IV
Develop sales capacity model:Build model based on productivity benchmarks
Step III
Determine territory/ segment definition criteria:Consistent relationships, geographical deployment, match skills with opprtunity, coverage of accounts in multiple location, segment issues.
Step II
Determine the optimal territory/ segment size:Define the average anticipated capacity for each sales role
Step I
VisiVisi PramudiaPramudia““FUNFUNtastictastic Enthusiasms to you!Enthusiasms to you!””http://http://visipramudia.wordpress.comvisipramudia.wordpress.com
Sales Talent & Supervision
Sales Management System
1Sales Segments
& Objectives 2Coverage
Model 3SalesProcess 4Job Design
&Organization
Structure 5ResourceDeployment 6Sales Talent
&Supervision 7Performance
Metrics 8Quotas&
SalesCompensation
Strategy Structure Management
S A L E S O P E R T I O N S A N D T E C H N O L O G I E S
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VisiVisi PramudiaPramudia““FUNFUNtastictastic Enthusiasms to you!Enthusiasms to you!””
VisiVisi PramudiaPramudia““FUNFUNtastictastic Enthusiasms to you!Enthusiasms to you!””http://http://visipramudia.wordpress.comvisipramudia.wordpress.com
Performance Metric
Sales Management System
1Sales Segments
& Objectives 2Coverage
Model 3SalesProcess 4Job Design
&Organization
Structure 5ResourceDeployment 6Sales Talent
&Supervision 7Performance
Metrics 8Quotas&
SalesCompensation
Strategy Structure Management
S A L E S O P E R T I O N S A N D T E C H N O L O G I E S
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VisiVisi PramudiaPramudia““FUNFUNtastictastic Enthusiasms to you!Enthusiasms to you!””
VisiVisi PramudiaPramudia““FUNFUNtastictastic Enthusiasms to you!Enthusiasms to you!””http://http://visipramudia.wordpress.comvisipramudia.wordpress.com
Sales Compensation
Sales Management System
1Sales Segments
& Objectives 2Coverage
Model 3SalesProcess 4Job Design
&Organization
Structure 5ResourceDeployment 6Sales Talent
&Supervision 7Performance
Metrics 8Quotas&
SalesCompensation
Strategy Structure Management
S A L E S O P E R T I O N S A N D T E C H N O L O G I E S
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VisiVisi PramudiaPramudia““FUNFUNtastictastic Enthusiasms to you!Enthusiasms to you!””
Why Sales Compensation is Different…Why Sales Compensation is Different…
• Powerful and effective but noisy and difficult to manage• Derivative design process – matches unique job content• Multi-parties must be involved – sales, marketing, finance, HR
and IT• Best solution is a consensus• It produces positive results and sometimes unexpected negative
VisiVisi PramudiaPramudia““FUNFUNtastictastic Enthusiasms to you!Enthusiasms to you!””http://http://visipramudia.wordpress.comvisipramudia.wordpress.com